Anniversary
Today Joanne and I have been married for 37 years and when people find out we are always asked the same thing … What’s the secret? There is no secret! We made a conscious and deliberate decision that we would…
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The Best Products Don’t Always Win
The best products in the market place sometimes aren’t the most successful … I ran into a client I built models with quite some time ago and we were chatting about how the models have changed the way he sells.…
Read More She Wouldn’t Let Me Order The Chicken Dish
She wouldn’t let me order the chicken dish … I went to dinner last night with three friends that I hadn’t seen for a while. We had lost a good friend a while ago and it was a chance to…
Read More Timeless Transformational Value
What could be more important in selling than offering transformational value? The business conversations of today commonly focus on the need to communicate transformational value to the market place. However, as important as it is to create and deliver transformational…
Read More Fundamentals
The more things change, the more the fundamentals stay the same … We’re in South Carolina for a conference and, so far from home, the basics of business are just the same. I went to a little shop to get…
Read More Speed Advantage Of Immediate Action
Absolutely nothing beats the speed advantage of immediate action … I had a fabulous experience in our group program this week, when a client announced to the group that they had made a multi-thousand dollar sale to a client, without…
Read More Closing The Sale
How do you close the sale when you can’t actually close the sale? An interesting thing happened to me last week. It will be time for us to buy a new car next March. So we contacted the dealership we…
Read More What Should You Do When EVERYTHING Seems To Be Uncertain?
What should you do when EVERYTHING seems to be uncertain? It might feel like a lot of things are out of control right now and that business and sales success is becoming a faded memory. It’s fair to think that…
Read More 20 Minutes Of Focus
What can you do in 18 minutes … is it even possible to do anything of real value in just 18 minutes? According to TED Talks curator Chris Anderson, 18 minutes is “short enough to hold people’s attention, including on…
Read More Ego-Free Conceptual Superiority
Everybody wants to win at some level … we all want something a little (or even a lot) better than the average … That desire to want something better than most, is a powerful dynamic to tap into to make…
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